Note that Pareto accounts are the accounts that make up 80% of our total estimated market potential.

2. Explore the trade-off between the Anticipated Effort and the Value of these 100 accounts:

Note that Effort is the total calculated calls per quarter based on the HCP's class in the S&T. If the HCP is not yet covered, we assigned them an HCP class of Class C - New, but only those with sales were included in the calculation. Please refer to the mapping below for details:

HCP Class	Target Calls Per Month
Class A	2x
Class B	2x
Class C	1x
Class D	1x
Class C - New (with sales)	1x
Class C - New (without sales)	0x (NOT included)

Note that Est Market Potential is log-transformed for visual purposes only. Please hover on the points to see the actual estimated market potential of the account.

Notice how 3 of the accounts above have 0 anticipated effort (Target Calls Per Quarter = 0). This is because these accounts have no identified Onco HCPs in our system having this as primary account.

Account Brick Code	Account Type	Account MDM ID	Account Name	Sales	Sales from HCP	Total Sales	Category based on Total Sales	Estimated Market Potential	Category based on Estimated Market Potential	Included in Current Config
72052	Private Hospitals	34926	Providence Hospital Inc.	Php 140,736	Php 0	Php 140,736	LOW SALES	Php 517,064	LOW MARKET POTENTIAL	N
75032	Private Hospitals	15442	Taytay Doctors Multispecialty Hospital	Php 1,125,890	Php 0	Php 1,125,890	MODERATE SALES	Php 6,549,133	MODERATE MARKET POTENTIAL	N
39072	Private Hospitals	19095	The Medical City - South Luzon	Php 562,945	Php 0	Php 562,945	LOW SALES	Php 3,274,567	MODERATE MARKET POTENTIAL	N

Notice how 8 of the accounts above have Php 0 estimated market potential. It is likely that their HCP sales were obtained through our Onco Care sub-distributor, whose sales are not visible in our DDD data.

Account Brick Code	Account Type	Account MDM ID	Account Name	Sales	Sales from HCP	Total Sales	Category based on Total Sales	Estimated Market Potential	Category based on Estimated Market Potential	Included in Current Config
52034	Private Hospitals	8161	Cagayan Polymedic Medical Plaza	Php 0	Php 2,350,295	Php 2,350,295	MODERATE SALES	Php 0	LOW MARKET POTENTIAL	Y
52044	Private Hospitals	37390	Capitol University Medical Center	Php 0	Php 1,125,890	Php 1,125,890	MODERATE SALES	Php 0	LOW MARKET POTENTIAL	Y
34044	Private Hospitals	7359	Iloilo Mission Hospital	Php 0	Php 844,418	Php 844,418	MODERATE SALES	Php 0	LOW MARKET POTENTIAL	Y
73014	Private Hospitals	2245	Lucena United Doctors	Php 0	Php 1,829,571	Php 1,829,571	MODERATE SALES	Php 0	LOW MARKET POTENTIAL	Y
52054	Private Hospitals	8738	Madonna And Child Hospital	Php 0	Php 140,736	Php 140,736	LOW SALES	Php 0	LOW MARKET POTENTIAL	Y
17052	Private Hospitals	12495	Our Lady Of Mercy General Hospital - Pulilan	Php 0	Php 140,736	Php 140,736	LOW SALES	Php 0	LOW MARKET POTENTIAL	Y
27054	Private Hospitals	963	Ricardo Limso Medical Center Inc	Php 0	Php 140,736	Php 140,736	LOW SALES	Php 0	LOW MARKET POTENTIAL	N
66074	Private Hospitals	10586	V. L. Makabali Mem Hosp	Php 0	Php 1,125,890	Php 1,125,890	MODERATE SALES	Php 0	LOW MARKET POTENTIAL	N